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Typhoon Solar

Date: 01/11/2021 Author(s): Ana Palencia; Thomas Maximilian Klueter Document type: Case A growing, young company that distributes solar kits for self-consumption installations, struggles with what it believes are internal inefficiencies related to organizational issues. The case allows for the analysis of both internal capacity issues and external trends. More information

Barman: la oportunidad de Amazon

Date: 01/10/2021 Author(s): Javier Pijoan; Julián Villanueva; Carmen Balmaseda Document type: Case Barman era una de las cuatro empresas líderes del sector de las bebidas espirituosas. Debido a la presión de las ventas y los objetivos, los directores comerciales de Países Bajos, Bélgica y Alemania habían decidido establecer relaciones con los grandes clientes del canal de comercio electrónico, entre ellos Amazon. El resultado fue un aumento de las ... More information

Barman: The Amazon Opportunity

Date: 01/10/2021 Author(s): Javier Pijoan; Julián Villanueva; Carmen Balmaseda Document type: Case Barman was one of the four leading players in the spirits industry. Due to the pressure of sales and objectives, the commercial directors of some countries, such as the Netherlands, Belgium, or Germany, had decided to establish business relationships with the prominent e-commerce clients, among others, Amazon. The result was a boost in sales in the ... More information

Financial projections in innovation selection

Date: 01/10/2021 Author(s): Vardan Avagyan; Nuno Camacho; Wim A. Van der Stede; Stefan Stremersch Document type: Article in Journal (refereed) Innovation project selection is a decision of major relevance to firms. Errors in this decision may have serious consequences for firms, especially as many firms struggle with optimizing innovation project selection decisions. In their pitches to innovation decision-makers, project teams invariably present financial projections on their innovation ... More information

INSITE: la simplificación del big data

Date: 01/10/2021 Author(s): Paloma Sendagorta; Íñigo Gallo; Ángela Jiang Wang Document type: Case Insite es un programa de software de inteligencia comercial orientada al cliente desarrollado por una empresa de consultoría europea. La división de la península ibérica obtuvo malos resultados en 2020. Al director le preocupa especialmente el número de demos que se ofrecen a los clientes potenciales: las demos concedidas por el equipo de ventas han ... More information

Grassroots innovation success

Date: 01/10/2021 Author(s): Stefan Stremersch; Nuno Camacho; Elio Keko; Stefan Wuyts Document type: Article in Journal (refereed) An increasing number of firms engage in grassroots innovation, i.e., the voluntary generation and development of innovations by any member of an organization, regardless of function or seniority. However, no empirical study to date identifies the determinants of success or failure of grassroots innovation initiatives. We execute a survey study among ... More information

Faculty research incentives and business school health

Date: 01/09/2021 Author(s): Stefan Stremersch; R. S. Winer; N. Camacho Document type: Article in Journal (refereed) Grounded in sociological agency theory, the authors study the role of the faculty research incentive system in the academic research conducted at business schools and business school health. The authors surveyed 234 marketing professors and completed 22 interviews with 14 (associate) deans and 8 external institution stakeholders. They find that research ... More information

Primark: Clouds Ahead?

Date: 01/09/2021 Author(s): Julián Villanueva; José Luis Nueno; Carmen Balmaseda Document type: Case With global sales of approximately $1.75 trillion in 2018, fashion retail was one of the world?s largest industries. In the 1980s, a new manufacturing strategy called Quick Response (QR) revolutionized the sector. This approach reduced the delivery time for orders and continued evolving until becoming the Fast Fashion (FF) business model. However, ... More information

¿Tu producto no entra en una categoría clara?

Date: 01/09/2021 Author(s): Romain Boulongne Document type: Non-refereed article ¿Qué sucede en el cerebro al juzgar un producto nuevo difícil de definir? Romain Boulongne explica cómo funcionan los procesos de categorización para que decidas si es mejor indicar qué tipo de producto estás vendiendo; para qué sirve o a qué se parece. More information

Samia Mazari: Building a Personal Brand - Teaching Note

Date: 01/07/2021 Author(s): Xavier Oliver; Isaac Sastre Boquet Document type: Teaching Note Samia Mazari, CEO of automotive supplier Frings Auto Parts, is about to leave her post in order to join a larger automotive group. In her 6 years has head of Frings, she's managed to turn the company around while also developing - with the help of the company's corporate communications group - a personal branding and communications strategy. The case ... More information
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